calehawley

Archive for the ‘relationships’ Category

One Man Wolfpack

In entrepreneur, Marketing, networking, Personal Branding, Personal Development, relationships, Sales on June 23, 2017 at 11:00 am

Remember the scene in The Hangover when Allen claims to be a “one man wolfpack”? Sales and entrepreneurship is not much different. Yes it can be lonely, but it does not have to be.

I love working with new or inexperienced sales and marketers. There is a twinkle in their eyes and a burning desire in their hearts. But when that fire starts to flicker and that twinkle dims a little, it can get lonely. I try to be that person with an open ear for these young professionals. Not because I think that I am just that good, but rather because I have empathy for them. More times than not, they just need someone to voice their frustrations to. I’ve been in sales and marketing for almost 20 years and have been an entrepreneur for nearly 6 years. I find it helpful to have someone I’d like mind to talk to when times get tough, and if you do this long enough, you will see tough times.

Start adding members to your wolfpack today.

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Interested and Interesting

In networking, Personal Development, relationships on August 5, 2016 at 5:05 pm

I used to call on a physician that told the most interesting stories. He was somewhat shy so when he spoke, people listened. And I was never disappointed. 

On the other hand, every time someone else told a story, he focussed in in the story. He always had the right questions to draw out the right details to engage others in your story.

He passed away about 10 years ago, and at the funeral the pastor told us what he felt made this doctor a great man. He was interesting and interested. I think this is the secret sauce of being a good story teller. You have to engage with others, and that means having a two-way conversation that show your interest in the audience and that is interesting enough to keep the audience’s attention.

If you’re like me, sometimes you may feel that your day-to-day routine is boring. Trust me, to others it is interesting. Think of ways that you are unique. Your hobbies, your interest, your adventures. Start sharing these stories with others. When others are speaking, look for ways to display your interest in them. Focus on what they are saying. Ask the right questions.

Be interesting. Be interested. 

You Gotta Have Faith

In Personal Development, relationships on August 4, 2016 at 5:10 pm

Faith is one of the more difficult concepts for me to deal with. I think it probably has to do with my controlling nature. In a few days, my daughter will move half way across the world to study abroad. The closer we get to her departure date, the more “real” it becomes to me.

Faith is really the only thing that I can have with regards to this situation. Faith that she will make it to her destination. Faith that she will enjoy her time abroad. Faith that she will pick up the language. Faith that her host family will live her as much as we do. Faith that God will provide for her. Faith….

Control really is like holding sand in your hands with your palms open and your fingers spread apart. Sure you can hold a certain amount, but most of it goes where it pleases. You just have to have faith that the sand will make it to a great destination.

I am faithful, but anxious at the same time. I know that she will live her home away from home. I know that her host family will take great care of her. But as a father, my stomach does still knot up a bit thinking about it. Faith….

Faith takes discipline. Faith in anything you do. As humans, we cannot control everything. We’ve gotta have faith. Faith in life. Faith in business. Faith in relationships. Faith in God. Faith…

Faith….

The Long Road Wisdom

In Personal Development, relationships, Sales on July 27, 2016 at 5:09 pm

The relationship sell. Sales is one of the most simple things on the planet when it is stripped down to the basic principles. You have a product. You find buyers. The buyer makes a purchase. Done.

Of course, it is never this simple in real life. When it is, you are typically selling commodities. If you are selling something other than commodities, you should be in the business of relationships.

Relationships take time. It is a long road. You have to continue to drive that road until you reach your destination. The trick to the destination is that you are rarely there to stay. You have to continue to drive that road and take your relationship to new destinations if you want it to survive because there are others out there driving that road as well. Some get there faster than you. They are just more skilled, not necessarily better than you.

Be warned though, if you try to rush the relationship just to make a sale; you could end up taking a turn for the worst and crash and burn. Once this happens, you rarely get to travel that particular road again.

The Lumineers’ song “Flowers In Your Hair provided the inspiration for this post. The lyrics are: “Cause it’s a long road to wisdom, but it’s a short one to being ignored.” I find these lyrics very profound.

So please be wise and take the long road to relationship building.

The Networking Ladder

In Communication, networking, Personal Development, relationships on July 20, 2016 at 5:00 pm

I’ve been asked why I spend so much time networking at the bottom of the ladder. First of all, I really do not see networking as a proverbial ladder, but I understand where the question is coming from. In other words, “if you are trying to get to the CEO, why are you spending so much time with the subordinates?”

Clearly the question comes from someone that does not understand the nuances of networking. It takes a strong base to reach the top. If your base is strong, you do not have to worry about tumbling down, loosing momentum while ascending, or the wind blowing your ladder over. Again, this is looking at networking a company, purely as a proverbial ladder.

Yet another example of why to do this is the old Walter Mizner adage: “Be kind to everyone on the way up; you’ll meet the same people on the way down.”

I have spent a great deal of my career in medical sales. Calling on physician, nurses, executives, etc. In my days of calling on doctor’s offices, I learned very quickly that my access to the physician was dependent on the way that I treated the staff. While the physician held all of the prescriptive authority, the receptionist, nurse, and business manger held the power to “pencil me in” to the doctor’s schedule (or not). I became better friends with the staff than I ever did with the physicians that I called on. And as a result, I had better access in the clinic than many of my competitors.

But truthfully, if you really want to know why I spend time networking with individuals that have no control over my business or my sales success here is the answer: BECAUSE IT IS THE HUMAN THING TO DO. I do not talk to people only because they can “do something for me” today or tomorrow or twenty years from now. I do it because people interest me. If it happens to benefit me or my business, great. If not, I still see it as a victory.

People are human regardless of title, maybe it’s time we recognize that. Happy networking.

Expect Disappointment

In Communication, Personal Development, relationships on July 17, 2016 at 11:30 am

Expectactions are a funny thing. Several people expect the world of others. They expect them to act a certain way, dress a certain way, and return favors. I had a former employer tell me during an interview that I was never going to look as good to him as I did during the interview. Harsh, but true. His point was that if he lowered his expectations that he was seldom surprised with outcomes.

I’ve often told people a piece of advice that my church pastor passed on to the congregation during a wedding series: the one thing you should expect from anyone is disappointment. Again harsh, but true. When you expect to be disappointed you actually set others up to look like rock stars. 

I’m sometimes told that this is a cynical way to view the world, but it helps me keep my sanity. What are your thoughts?